Description
This advanced negotiation training, through its format focused on practice and training, allows salespeople to acquire the tools and reflexes to identify, prepare and effectively conduct negotiations in more complex contexts - interlocutors multiple, unbalanced balance of power - and high stakes. You are hesitating between level 1 and level 2: Evaluate yourself.
Who is this training for ?
For whom ?
Experienced salesperson wishing to perfect their approach to negotiation. Regional and national key account manager. Key Account Manager.
Prerequisites
None.
Training objectives
Training program
- Prepare your negotiation tactics
- Identify the level of stake: for your client, yourself and your company.
- Identify the people involved with the client.
- Know the personality of the negotiator of his client.
- Restore the balance of power from the start of the negotiation Destabilizing maneuvers in negotiation: time, choice, weight, influence, information, sanction.
- Know how to delay so as not to negotiate in an unfavorable situation.
- Use your own levers to restore the balance of power.
- Make your arguments assertively
- Identify your natural tendencies towards self-affirmation.
- Acquire winning reflexes.
- Overcome three types of difficulties in negotiation: 'stone wall', 'aggressive attacks', 'manipulations'.
- Develop your personal resources to negotiate profitably Identify your negative beliefs when it comes to negotiation.
- Identify those of your interlocutor.
- Develop your ability to negotiate by re-establishing a position of equals.
